The Top-Down investigative approach we apply at Selling Sciences ensures a successful outcome for any Top Line Abundance initiative.

The starting point of the process is to define the opportunity or the problem. Executives struggle to differentiate between poor selling and market conditions - or in good times between good selling and sheer good fortune! The simplistic 'we're not making our numbers' or 'I can't rely on the forecast' can be due to innumerable causes. A closer look at the problem usually reveals that the real reasons are unclear or misunderstood so the Diagnosis stage provides clarity as to the root causes.

At its simplest there are four outcomes from any selling activity: Win, Lose, Delayed Decision and No Decision. By analysing and comparing each of these outcomes the underlying causes of revenue shortage can be identified and confirmed. And the appropriate action instigated. By analysing the effort input for each specific outcome, a measure of efficiency, the Empirical Selling Index, can be calculated and used as a signpost for improvement and a measure of progress.